Content Questions…and Plans For Next Year
The 5 F’s of Goal Setting
In a staff meeting this week I was talking to the team about GOALS. As many of us start to wind down the year, it’s a great time to be introspective.
How did your year go? Did you do the things you wanted to do? Did you move toward your goals? I talked about the 1 thing holding many people back here.
In addition, I spent a bit of time talking about my thoughts on big goals. I believe you should stretch yourself. These big goals are not Pass/Fail. Read more on that here. But there is one thing that I don’t think we talk about enough when we talk about goal-setting.
If you want a well-rounded life, you should probably have well-rounded goals.
Most of us have goals that center around two areas; finance and fitness. Though those are both important areas, they are not the only ones. That’s why I talk about the 5 F’s of Goal Setting. Finance, Fitness, Family, Faith, and Fun. If you want a well-rounded set of goals (and a well-rounded year), this is a good list to start with.
Finance: This time of goal might center around how much money you want to make, how much you want to save or the sales number you want to achieve.
Fitness: Do you want to lose 10lbs? Want to run a half marathon? Maybe you just want to improve your diet. These are all great and they fall here.
Family: This is the place where I remind myself that I want to spend time with those that I love. Do I want to have a date night with my bride? Do I want to do something specific with my girls?
Faith: Do you want to give more? Do you want to get involved and volunteer? How can you make an impact in this area?
Fun: Yes…I think this area is important too. And it’s great if a few of these might overlap. For example, if you want to take a great family vacation, that might cover two of the five “f’s.”
This is not a comprehensive list. But it’s a great start to getting you thinking about creating a year that you will be excited to live. Now let’s get them on paper! Oh…and if you want to dig deeper on goals, we have created a FREE course on goal setting here.
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How To Sell To Someone Who Doesn’t Want To Buy
I was working with a brand new sales rep the other day (don’t worry, we will have more on that soon), and she asked me a question. “What do you say when a prospect says ‘We already have someone who does this and we are super happy?'” she asked me.
This is a love/hate question for me. I hate it because whenever I am asked, the person asking is hoping for that magic response that opens all sales doors. This response is the ultimate objection over-comer. I hate the question, because I don’t think that answer exists. At least I don’t want it to.
I love the question because it reveals an important secret in sales. It reveals that much of what we have been taught about sales training (through movies and books) is a lie. Your job, as a salesperson (or entrepreneur, etc.) is NOT to convince people who don’t want to buy from you to buy from you. It’s not. That will be frustrating and a huge waste of time.
Your job is to help guide prospects who ARE interested in buying to buy from you. Your job is to serve them. Your job is to be a human.
So my response is simple when I get this push back.
“You already have someone and are happy? That is awesome. I respect that loyalty. I certainly hope my clients have that same loyalty for us! You have your number 1 option. But if you ever need another quote, another set of ideas, we would love to be your number 2 option.”
So…how do you sell to someone who does not want to buy? You don’t. Simple as that.
The fact is, with most products there are plenty of people who are interested in what you are selling. There is plenty of business out there to get. Doesn’t it make more sense to focus on those people that are interested? It’s a waste of time to chase people who (for whatever reason) are not. Oh, and as a side note, most people are so used to being “sold to,” that by simply being “a human” about it, you might actually win them over.
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When "Busy" Is A Good Thing
1 Thing Holding You Back From Your Goals
Tis the season! What season? The holidays? Well, sure. But this time of year is Goal-setting season!
It’s that time of year that many people sit down and take a hopeful look to the New Year. I am a big believer in goal setting, so I encourage that. As a matter of fact, I ask that all of my team do the same. But there is one common mistake I see people making that (I think) is holding them back.
They don’t write them down.
Many people will tell you they have goals. Studies will tell you that writing them down has impressive results. But again and again, I run into people that do no write them down. Why not? I could rack it up to laziness. They just don’t want to take the time. Maybe. I could say it is a lack of belief. They just don’t believe the studies that tell you it works.
That could be it…but I don’t think so.
I think the reason people don’t write their goals and dreams down is one simple reason. They are afraid to fail. Once you write your goal down, then it’s out there. Once you get specific, there is a chance it might not work. Once you share it with someone, you might embarrass yourself. I think it’s that simple fact that is holding people back from writing down (and sharing) their goals. And when you don’t write down your goals, it holds you back from accomplishing them.
So let’s address that quickly.
First things first, big goals are not Pass/Fail. I talk about that here. You can set a goal that stretches you. You have to give yourself permission to dream a bit. In addition, when you write down your goal (and you get specific), you can start to think about “how.” How will you get there? What steps do you need to take? What are you going to DO to get there? These little steps are what will take you to your dream. So let’s start today and write down your goals.
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